• Home
  • /
  • Blog
  • /
  • Bill Golder | TSE 1545: The Most Effective Way to Build Pipeline & Close More Deals in 2022

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Bill Golder on The Sales Evangelist Podcast

In today’s episode of The Sales Evangelist, Donald is joined by Chief Revenue Officer for Service Express, Bill Golder, to learn his strategy to build pipelines and close deals

Many sellers struggle with building a pipeline.

  • A fully built-out pipeline is never a done deal, meaning you constantly have to adapt to determine what works the best.
  • There are always new problems to address, and the best companies continuously innovate to meet those needs.

What are effective pipeline strategies?

  • They focus on understanding the dynamic between early-stage and late-stage pipelines.
  • Many sellers think about a pipeline too holistically, but segmenting the idea of the “pipeline” into different timelines can result in more opportunities.
  • To create an accurate forecast, you have to understand how many early-stage prospects will result in a late-stage pipeline.
  • The dynamics between an early and a late-stage conversion might look entirely different.

Bill’s guide to implementing new pipeline strategies:

  • If salespeople are reluctant to implement or don’t see the value in a new pipeline process, a data-driven approach to identify issues (and how a new strategy can solve them) will be a great tactic.
  • Understand the indicators that actually lead to a conversion versus the feeling of a conversion.

Common pipeline building mistakes:

  • There’s too much assumption – we assume something is important to them when it might not be.
  • Sellers inherently think their product is essential, but the prospect might have other priorities or issues that make our solution much less important at the moment.
  • Issues aren’t because we’ve lost; deals keep getting pushed. And that’s primarily rooted in the failure to understand a prospect’s priorities.
  • Understand your late-stage prospects’ attributes and identify what measures attract them to purchase.

Sales leaders have an integral role to play.

  • Everyone has a unique pipeline with unique problems they might need help solving.
  • As a sales manager, be well-versed in each seller’s pipeline so you can root coaching and development based on their metrics to lead to more actionable results.
  • There’s a danger to generalize and preach the same message to the whole team. Instead, identify what activities best process the seller’s personal goals.

Bill’s final takeaway? Find the balance of quality and quantity in building a pipeline and know the right types of prospects you should identify. Reach out to Bill at bgolder@serviceexpress.com or connect with him on LinkedIn for more great content. 

This episode is brought to you in part by LinkedIn Sales Navigator.

The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!

Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.

Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Closers.io.

Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!

Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com

This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information.

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

We’d love for you to join us for our next episodes by tuning in on Apple PodcastGoogle PodcastStitcher, or Spotify. Also, leave us a rating and reviews on Apple Podcast.

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.